slide 1 persuasion the process of creating, reinforcing, or changing people's beliefs or...

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PersuasionThe process of creating, reinforcing, or changing people's beliefs or actions.

Lucas 11th edition Persuasion Chapter 16

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Ethics and Persuasion

Make sure your goals are ethically sound

Use ethical methods to communicate your ideas

Persuasion Chapter 16Lucas 11th edition

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Mental Dialogue with the Audience


Audience-Speaker Connection

The mental give and take between speaker and listener during a persuasive speech.


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Degrees of Persuasion

Strongly Opposed

ModeratelyOpposed

SlightlyOpposed

Neutral Slightlyin Favor

Moderatelyin Favor

Strongly in Favor


Persuasion involves any movement by a listener

Target Audience

The portion of the whole audience that the speaker most wants to persuade.


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Types ofPersuasive Speeches

Speeches on questions of fact Speeches on questions of

value Speeches on questions of

policy


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Question of Fact

A question about the truth or falsity of an assertion.


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Persuasive Speech on a Question of FactSpecific Purpose:

To persuade my audience that an earthquake of 9.0 or above on the Richter scale will hit California in the next ten years.

Main Points:

I. California is long overdue for a major earthquake.

II. Many geological signs indicate that a majorearthquake may happen soon.

III. Experts agree that a major earthquake could hit California any day.


Topical Organization

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Question of Value

A question about the worth, rightness, morality, and so forth of an idea or action.


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Persuasive Speech on aQuestion of Value

Specific Purpose: To persuade my audience that

capital punishment is morally and legally wrong.

Main Points: I. Capital punishment violates

the biblical commandment “Thou shall not kill.”

II. Capital punishment violates

the constitutional ban on “cruel and unusual

punishment.” Persuasion Chapter 16Lucas 11th edition


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Question of Policy

A question about whether a specific course of action should or should not be taken.


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Persuasive Speech on a Question of Policy


our state should require mandatory

recertification of lawyers every ten years.

Main Points:

I. Many citizens are victimized every year by incompetent lawyers.

II. A bill requiring lawyers to stand for recertification every ten years will do much to help solve the problem.


Problem-Solution Organization

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Fact, Value, or Policy?

To persuade my audience that poaching is threatening the survival of animal species throughout the world.

To persuade my audience that strong international action should be taken to solve the problem of poaching.


Fact

Policy

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Fact, Value, or Policy?

A federal law should be passed requiring that trunk release systems be standard on all new cars sold in the United States.

If trunk release systems were standard equipment on all cars sold in the United States, we could save a number of children’s lives each year.


Policy

Fact

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Types of Speeches on Questions of Policy Speeches to gain passive

agreement Speeches to gain immediate

action


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Speech to Gain Passive Agreement

The speaker’s goal is to convince the audience that a given policy is desirable without encouraging the audience to take action in support of the policy.


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Specific Purposes for Speeches to Gain Passive Agreement

To persuade my audience that there should be stricter safety standard on amusement-park rides.

To persuade my audience that school districts should not allow soft-drink companies to stock their products in school vending machines.


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Speech to Gain Immediate Action

The speaker’s goal is to convince the audience to take action in support of a given policy.


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Specific Purposes for Speeches to Gain Immediate Action

To persuade my audience to donate time to become literacy tutors.

To persuade my audience to vote in the next presidential election.


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Basic Issues of Policy Speeches

Need Plan Practicality


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NeedIs there a serious problem or need that requires a change from current policy?


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PlanIf there is a problem with current policy, does the speaker have a plan to solve the problem?


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Practicality

Will the speaker’s plan solve the problem?

Will the speaker’s plan create new and more serious problems?


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Organizing Speeches on Questions of Policy

Problem-solution order Problem-cause-solution order Comparative advantages order Monroe’s motivated sequence


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Problem-Solution Order

Main point I: Documents the existence

of a problem.Main point II: Presents a solution to

theproblem.


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Problem-Solution Order

Specific Purpose:

To persuade my audience that the use of antibacterial chemicals in household products is creating health and environmental problems.

Main Points:

I. The use of antibacterial chemicals in household products is a serious problem.

II. Solving these problems requires a combination of government and consumer action.


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Problem-Cause-Solution Order

Main point I: Documents the existence

of a problem.Main point II: Analyzes the causes

of the problem.

Main point III: Presents a solution to the

problem.


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Problem-Cause-Solution OrderSpecific Purpose:

To persuade my audience that the age for full motor-vehicle driving privileges should be raised to 18.

Main Points:

I. The number of accidents and death involving teenage drivers is a serious national problem.

II. There are four main causes of the problem.

III. We can help solve these problems by raising the age for full driving privileges.


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Comparative Advantages Order

Each main point explains why a speaker's solution to a problem is preferable to other potential solutions.


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Comparative Advantages Order


the U.S. space program should

put greater priority on unstaffed

scientific missions.

Main Points: I. Unstaffed scientific missions

are less costly than staffed

space flights.

II. Unstaffed scientific missions

provide more practical benefits than staffed

space flights.


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Monroe’s Motivated Sequence

A five-step sequence designed especially for organizing persuasive speeches that seek immediate action.


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Provide a solution to the needProvide a solution to the needSatisfaction:Satisfaction:

Show the need for changeShow the need for changeNeed:Need:

Gain the attention of the audienceGain the attention of the audienceAttention:Attention:


Visualization:Visualization:

Action:Action:

Intensify desire for the solution by visualizing its benefitsIntensify desire for the solution by visualizing its benefits

Urge the audience to take action in support of the solutionUrge the audience to take action in support of the solution

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II. Second main pointII. Second main pointSatisfaction:Satisfaction:

I. First main pointI. First main pointNeed:Need:

IntroductionIntroductionAttention:Attention:


Visualization:Visualization:

Action:Action:

III. Third main pointIII. Third main point

ConclusionConclusion

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Identifying Question of Fact,

Value, & Policy President Franklin D. Roosevelt knew in advance about the Japanese plan to attack Pearl Harbor and allowed it to happen.

If Franklin D. Roosevelt knew in advance about the Japanese plan to attack Pearl Harbor, he was wrong in allowing it to happen.


Fact

Value

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Identifying Questions of Fact, Value, & Policy Using lie detector tests as screening

devices for jobs in private business is a violation of the employee’s right to privacy.

The use of lie detector tests for screening employees in private business should be banned by law.


Fact

Policy

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Identifying Questions of Fact, Value, & Policy A federal law should be passed requiring

that anti-lock brakes be standard on all new cars sold in the United States.

If anti-lock brakes were standard equipment on all cars sold in the United States, we could reduce the number of traffic fatalities by 5,000 lives every year.


Policy

Fact

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Identifying Questions of Fact, Value, & Policy Colorizing classic movies such as

Casablanca violates the artistic integrity of such movies.

Congress should protect the artistic integrity of movies such as Casablanca by passing a law prohibiting the colorization of classic American films.


Value

Policy

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True-False Quiz1. When trying to persuade a hostile

audience, you should usually be wary of even mentioning their objections to your point of view.

2. A persuasive speech on a question of fact is essentially the same as an informative speech

3. Persuasive speeches on questions of value usually argue directly for or against particular courses of action.


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True-False Quiz4. “To persuade my audience that

capital punishment does not deter people from committing crimes such as murder” is a specific purpose statement for a persuasive speech on a question of policy.

5. Research indicates that audiences often engage in a mental give-and-take with the speaker as they listen to a persuasive speech.


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True-False Quiz6. When trying to persuade listeners to

take action, you should usually be specific about the action you want them to take.

7. The burden of proof rests with the persuasive speaker who advocates change.

8. When you discuss a question of policy, you must deal with three basic issues—attention, plan, and action.


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True-False Quiz9. If you advocate a new policy in a

persuasive speech, your main points will usually fall naturally into topical order.

10.Monroe’s motivated sequence is most appropriate for speeches that try to persuade listeners to take immediate action.


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Practice—Page 348 #2

Original Statement: To persuade my audience that it is unfair for judges to favor natural parents over adoptive parents in child custody disputes. (question of value)

Rewritten Statement: To persuade my audience that the courts should establish clear guidelines for settling disputes between adoptive parents and natural parents in child custody cases. (question of policy)

Rewritten Statement: To persuade my audience that if the courts established clear guidelines for child custody cases, there would be fewer disputes between adoptive and natural parents. (question of fact)


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Questions of

FACT

If-thenTruth/falsity

Topical organization

VALUE

Beliefs, value terms i.e.

good/bad, moral/immoral,,


POLICY

Need, Plan, & Practicality

Passive agreement or Immediate

action

Problem-solution, Problem-cause-solution,

Comparative advantages, Monroe’s motivated

sequence

Lucas 11th edition Persuasion Chapter 16

slide 1 persuasion the process of creating, reinforcing, or changing people's beliefs or...

Documents

edition slide

edition persuasion chapter

listener slide

audience persuasion

favor persuasion chapter

ideas persuasion chapter

degrees of persuasion

target audience